Social Influences on Dyadic Giving over Time: A Taxonomy from the Giver's Perspective: Table 1

Lowrey, Tina M.; Otnes, Cele C.; Ruth, Julie A.

doi:10.1086/380288

Cited by 99 publications

(112 citation statements)

References 26 publications

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“…Specifically, GGW is directly influenced by the ongoing relationship among the giver, the recipient, and relevant third parties form the total network (Granovetter 1985;Ryan 1982). As gift purchase behavior is primarily driven by the perceived social gains more than the economic value attributed to the purchased gifts, the social structure and relations plays a predominant role in Chinese GGW (Lowrey et al 2004). This thus complements the TPB model, examining normative influences and social norms as antecedents of GGW attitudes and behavior (Komter 2007).…”

Section: The Grape Wine Marketmentioning

confidence: 99%

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The case of wine: understanding Chinese gift-giving behavior

Paladino

2015

Mark Lett

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This study develops our understanding of consumption in China in a giftgiving context and highlights the boundary conditions under which country of origin effects impact wine gift-giving behavior. Using the Theory of Planned Behavior (TPB) as the core premise and borrowing from the embeddedness literature within network theory, we gauge unique insights into Chinese gift-giving behavior. Using survey results from 617 Chinese consumers, product image and gift packaging had significant moderating effects on relationships that were previously assumed to be robust. Results also suggested that country-of-origin effects (China) and ethnocentrism significantly impacted the formation of purchase behavior toward wine as a gift.

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Section: The Grape Wine Marketmentioning

confidence: 99%

“…Chinese GGB is closely associated with social goals such as impression management and symbolism of a relationship (Joy 2001). Therefore, the recipient's preference and relevant third parties in the network can strongly influence the gift giver's decision (Lowrey et al 2004). …”

Section: Introductionmentioning

confidence: 99%

The case of wine: understanding Chinese gift-giving behavior

Paladino

2015

Mark Lett

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“…In such an agapic love paradigm, gifting is driven by deeply held emotions and a gift is given to both demonstrate love and reward affection. A gift shopper willingly sacrifices both time and money to obtain a special and unique gift that adequately expresses love (Lowrey, Otnes, & Ruth, 2004). The gift purchase is now evaluated based on how well these feelings are expressed and how much happiness is displayed by a receiver.…”

Section: Gift-giving Orientationsmentioning

confidence: 99%

“…Gift-giving is a way to strengthen or create relationships (Godbout, 2000;Larsen & Watson, 2001). Although not always involving a "material" reciprocation, a gift can involve a "relational" reciprocation, strengthening and affirming a relationship with a recipient (Ruth, Brunel, & Otnes, 2004;Huang & Yu, 2000;Lowrey, Otnes, & Ruth, 2004). Even when a consumer is driven by a desire to buy a gift that demonstrates true affection, he or she may still be concerned about spending the "right" amount.…”

Section: Gift-giving Orientationsmentioning

confidence: 99%

“…Although both utilitarian and hedonic shopping value play prominent roles in non-gift shopping (Babin & Attaway, 2001), previous research stresses the utilitarian nature of gift shopping (Caplow, 1984;Fischer & Arnold, 1990). Gift shopping, and in particular Christmas gift shopping, is complicated by numerous social rules and interpersonal expectations that can render the pursuit of a gift into a quite arduous task (Sherry, 1983;Caplow, 1984;Otnes, Lowrey, & Kim, 1993;Laroche, Chankon, Saad, & Browne, 2000;Wooten, 2000;Lowrey, Otnes, & Ruth, 2004). In keeping with this interpretive theme, gift shopping has been characterized as a "labor of love" (Fischer & Arnold, 1993).…”

Section: Introductionmentioning

confidence: 99%

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Does santa have a great job? Gift shopping value and satisfaction

Babin

Gonzalez

Watts

2007

Psychology and Marketing

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For good or bad, shopping and gifting are intertwined. This research looks at sources of gratification associated with shopping for gifts. More particularly, the roles played by general and specific shopping orientations in shaping gift shopping value and satisfaction are examined. Results from testing a theoretical model suggest that gift shopping orientations, such as agape, may dominate general shopping orientations, such as price consciousness. Also, the important role played by utilitarian shopping value is consistent with gift shopping more as a job than as a source of leisure. However, the results fall short of suggesting a negative relationship between gift shopping and hedonic shopping value. So gift shopping may be a job, but a job that is not so horrible after all.

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To whom and when to give: Effects of intimacy and obligation on expressive motives, gift choice, and information search in gift giving

Kim

2019

J of Consumer Behaviour

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When consumers purchase gifts for others, their behaviors are different from those when they buy something for themselves. The present study aims to understand the entire gift purchase process including perception of the recipient and occasion, formation of motives, gift type choices, and information search. For this purpose, an expressive motive (motive to express the relationship or givers' self through a gift) was introduced and hypotheses were developed on how perceived intimacy and obligation influence expressive motives and how these motives affect consumers' choice of gift types (hedonic vs. utilitarian) and information search modes (online vs. offline). A memory‐based survey involving a student sample (n = 355) was conducted, and three major findings were revealed. First, more intimacy and less obligation increased expressive motives. Second, expressive motives influenced the giver's choice of a gift type. More specifically, givers with high expressive motives tended to choose a gift with a high level of hedonic quality and a low level of utilitarian quality. Finally, gift types that givers intended to purchase influenced information search. Givers searched for information online more when they purchased gifts with high utilitarian quality whereas they searched for offline information more when they purchased gifts with high hedonic quality. Results have practical implications for manufacturers and retailers whose businesses involve gifts.

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Social Influences on Dyadic Giving over Time: A Taxonomy from the Giver's Perspective: Table 1

Cited by 99 publications

References 26 publications

The case of wine: understanding Chinese gift-giving behavior

The case of wine: understanding Chinese gift-giving behavior

Does santa have a great job? Gift shopping value and satisfaction

To whom and when to give: Effects of intimacy and obligation on expressive motives, gift choice, and information search in gift giving

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